Commercial Lead (Nordics or Western Europe - Remote)

About this role

Commercial Lead — Kapacity.io, part of EnergyHub

Location : Nordics or Western Europe - Remote

The role
Kapacity.io helps energy retailers unlock residential energy flexibility — making residential households active participants in a cleaner, more resilient power grid. Kapacity.io is EnergyHub's European expansion arm, with strong traction and a mandate to grow fast. This role exists to build the go to market strategy: develop the market, open the right doors, and create the motion that drives our next phase of growth.

What you'll do

• Build the commercial motion. Create the process, structure, and repeatability success is built on — qualification frameworks, proposals, positioning, pricing input. The team will learn from how you work.

• Develop the market. Identify and engage the right people at energy retailers across the Nordics, Germany, France, Benelux and the UK. Use the network you have, build the one you don't, and keep qualified opportunities moving forward.

• Own the room. Lead executive-level conversations with senior buyer and technical audiences — in person, remote, and at industry conferences. Monthly travel is expected, both for events and customer visits.

• Shape commercial strategy. You'll have direct input into how we go to market, not just execute on it.

• Feed intelligence back. Stay close to policy, regulation, and competitor moves in your markets. What you hear shapes product and leadership decisions.

• Prospect actively through conferences, direct outreach, and network development to find and engage the right people in energy retail and flexibility roles across Europe.

What success looks like
In year one, you've established a genuine presence in our priority markets — meaningful relationships with the right people at energy retailers, a healthy and honest pipeline, and a commercial process the team can build on. You're not inheriting someone else's work; you're creating the foundation.

What we're looking for

• A proven track record in commercial roles — business development, sales, or strategic accounts — in B2B or enterprise environments. You've built pipeline, not just worked one.

• Experience selling SaaS or technology into regulated or complex buying environments.

• Someone who can build a sales process, not just run one. Self-sufficient on proposals and presentations.

• Genuinely social — you build trust quickly with senior stakeholders and thrive at conferences and industry events.

• A clear, confident communicator across technical and commercial audiences.

• Comfortable operating without structure and creating it where it doesn't exist.

• English required. German, French, or Swedish is a meaningful advantage.

Nice to have

• Familiarity with energy markets, demand flexibility, or distributed energy resources.

• An existing network among energy retailers in the Nordics, Germany, or the UK.

• Experience contributing to pricing, packaging, or market positioning decisions.

Why join
You'll play a key role in our mission towards a 100% renewable power grid. You'll work with founders who are Y Combinator alumni, provide genuine input into our strategy, and gain the visibility that comes with leading commercial expansion across a continent. Small team, no bureaucracy and real ownership backed by the stability and long-term horizon provided by our parent company.

About Kapacity.io
Kapacity.io is part of EnergyHub, the leading residential Virtual Power Plant company in North America. Prior to being acquired by EnergyHub in November 2024, Kapacity.io was backed by leading venture capital funds including Atlantic Labs, Nordic Makers, and Y Combinator. Kapacity.io is based in Helsinki, Finland, and EnergyHub in Brooklyn, New York.

EnergyHub is an independent subsidiary of Alarm.com (Nasdaq: ALRM).

What we offer you...

•
Join an agile, growth-minded team led by ex-YC founders, backed by EnergyHub’s 200+ multinational workforce.

•
We use Slack, Google, AWS, Zoom, and modern AI tools.

•
A fast-paced working environment with a lot of responsibility and independence

•
Thrive with ample career development opportunities while making a global impact.

•
Enjoy a culture that prioritizes your daily well-being and work-life balance just as much as our social events.

•
Occupational healthcare provided in accordance with Finnish…